Putting the Horse Before the Cart

We know our information has to be somewhat generic because it applies to different contractors in different markets therefore, I am suggesting that every person responsible for generating sales has a very specific individualized plan for follow-ups. This consists of tracking the information and having the right contact or response at time intervals that are communicated between the buyer and seller.

Once the proposal has been delivered what will your next steps be? Another hint... You do not need to be the only person to help in the follow-up process!

• Have an administrative person make phone contact to ensure the proposal was received if it was not hand delivered.
• Send a short e-mail thanking the buyer for devoting time to you during the quotation process and letting him/her know you are available for any questions or clarifications. This is especially important if you had influence in determining the scope of work.
• Suggest introducing other members of your team to the buyer after the proposal has been submitted. A business owner or somebody who would be in charge of the performance of the project adds extra confidence about your team.
• Request that important meeting to discuss your proposal once all others have been collected from your competitors

 One question I am often asked and is highly debated is where would you like to be positioned? First one in, somewhere in the middle or last contractor in? There is no perfect answer but I would choose both first and last if I made the choice! This is the whole purpose of the follow-up cycle. You make sure you are the last person/company the buyer has contact with before making the decision!

Understand that once you have scheduled the last meeting shifting to closing principals is required. (This is another article all together) You may not get a signature right then and there but you have positioned yourself correctly. The goal was to position yourself and your company to be the contractor of choice. Your proper and persistent follow-up will help you achieve part of your goal.

Following up doesn't end once you get to the closing process. Whether you win or lose the job their needs to be a continuation of efforts. If you are the successful contractor you should monitor the project and keep in touch with your contact. Conducting a post job walk through for customer satisfaction and quality control will set you apart from less professional contractors. Additionally sending a hand written thank-you note shows your genuine appreciation for the work.

Ron Roberts teams with Guy Gruenberg as The Contractor's Business Coach. They show contractors how to grow their businesses profitably. To sign up for their FREE Newsletter or join their Private Club, visit www.FilthyRichContractor.com.

Additional Resources that Build on the Topics of this Article
Qualification
Quote follow-up
Time management
When the client says No